Responding to Opportunities

Responding to Opportunities can be time consuming.  However, an effective proposal can be the competitive edge a contractor is looking for.  A proposal must provide credible evidence that a contractor understands the problem, has a comprehensive solution, has the skills and experience to do the work, and can provide the solution at a competitive price.

Some tips to consider:

•Customize the proposal, if you are reusing a proposal make sure you change it as necessary.
•Demonstrate knowledge in the proposal by providing as much insight as possible into the issue, the industry, and the government
•Answer questions completely
•Provide details on pricing if requested
•Review Salient Characteristics – Product features the Government cannot live without
•If requested provide Descriptive Literature even if offering Brand Name item

•Note any requirements for specific type/sized font, margin requirements, and maximum number of pages.
•Mark and label envelopes as instructed to. Generally price and technical proposals are submitted in separate volumes/envelopes.
•Note address to submit response to. May be different than what is on the first page.
•Submit timely – late offers are not accepted.
•Submit required samples as specified in the solicitation.

•Attend any pre-proposal conference. Sign in last.
•Can submit alternative proposals
•Follow any instructions provided
•Look for amendments. On FBO “watch this opportunity” so you are notified of amendments.
•Never refer back to another page for a response. Rephrase the answer again.
•Better qualifications increase your chances of winning, not prettier proposals.

For additional information on this topic, please contact our staff of experts at info@wispro.org or 414-270-3600